781.From "Nice to Know You" to "Need to Know You": A Key to Success

Let's get it.Welcome to another episode of the Marsh by podcast.I am Him a Marsh Bias.And today, man, we're gonna dive deep into the world of value creation because this is a competitive marketplace that you're in today.The question is not do your customers know you, but more importantly,do they need to know you and why?It's not enough to be a friendly face or just some pleasant contact.It's about being that irreplaceable must have go-to kind of guy that offers unique solutions and advantages to your customers.Today we're gonna explore the fine line between.Being nice to know you.There's a bunch of them out there and how you can shift into being one of those need to know you kind of people and how crossing it could be the key to unlocking unprecedented success for you and your business.You wanna get off this hamster wheel that you're on.It just seems like, like nothing's happening.It's because in the marketplace it's just nice to know you.But why do they need to know you?Why is it and how is it that I can become top of mind, that pro that blurs everybody else behind me?So man, it's time to prime your mind.And let's dive into the strategies and the mindset shifts necessary to turn nice to know you and the need to know you,and in the process redefine your value propositions in the way of customers.Perceive you.Now stay tuned to the end because I've got some self-reflective questions.This is your homework that you do after the podcast because I don't want this episode to be nice to hear.I need you to come back.I want you to listen to this episode and really with these self-reflective questions, say,this is the one I need to hear.These questions are gonna help me get off the X and start getting moving in my life, right?So let's rock out with today's episode.So, is it simply nice to know you or is it necessary for your clients to need to know you?The difference between these two questions may explain why people aren't paying you to create a need for your services.Dude, you gotta offer something unique.And it's two of them.Are you solving a problem that they have or can you give them a distinct edge?And if your customers are unaware of the benefits that you're providing,then it's merely nice to know you.People pay for an edge and they're seeking solutions or advantages that only you can offer, but they don't realize what they could gain from you if it's just.A pleasantry every time, a pleasant acquaintance to just nice to know you.Nice to know you, is where it starts.Need to know you is where the magic happens.So ask yourself, how can you solve a problem or give someone a unique advantage in the marketplace when your audience comes to you?Dude, the only thing they're searching for is results.See, they've been doing it on their own for years, and they're frustrated by the lack of progress, and they wanna know that you can deliver on those results and how you can give them a distinct edge in the marketplace.And your message has to reflect this.Your actions, your words, and your posts should all construct a platform.That showcases your unique abilities to solve problems and give someone an advantage.It ain't about the price.It's not, you think it is, it's not.Price is the most irrelevant thing,but if you make it all about price,then what you do is you increase the risk because all you're doing is you're talking about price.You're racing to the bottom line.So you're doing a bunch of work.For nothing.Either you're not converting at all, or the ones you do convert are the bottom feeders and they're paying you pennies for what you're actually worth, but it's because you fixate on the price.Lemme tell you something.Once you establish yourself as a need to know you kind of person,you're gonna find that your price is too low and you probably need to double or triple your offer.Because you'll have shown in the marketplace, through your words, through your actions, through your results,through your post, through the consistency that you can give someone a distinct edge and pull them out of this rutt and provide results that they've only dreamed of.You should always be building value,so don't fixate on the price, man.It's about the value.Because when the perceived risk is high and the value is low, the sale is always gonna be difficult.You gotta just create value.So you need to build value,and the way that you do this is in providing unique solutions.Advantages that only you can provide.You're like a human trademark, but the problem is, you know your stars and scars.You know where you've come from,and so you have these self-limiting beliefs and you're reflecting those self-limited beliefs onto your customers.Your customers sense that they feel that you're not as confident.You're pulling your punch and you make a low offer.They either walk away from your low offer or they accept it and you're pissed off 'cause you're doing a bunch of work for pennies on the dollar.Look, people don't read self-help books just for fun.I know.I sure as hell don't.I got all these books behind me, none of 'em.Or for just pure enjoyment?No, you buy the book because you want to know what the author knows.I buy the book because I want know what you know.You got the results.I want 'em too.Lemme get in there.And if you think about it, the same applies for professional services like attorneys.You don't pick an attorney because you wanna hang out with 'em at the bar.You pick 'em because they can give you an advantage.They can provide a solution and cut through all the clutter and cut through all the bss.Years ago, an attorney I used,I kept trying to warm up to him.I kept trying to get to know him better.He wouldn't open up.He would not, and the reason being is because he knew he was a og.He knew, look, I'm just here to provide a solution.I'm here to give you an advantage and that's it.We're not gonna break bread together, we're not gonna barbecue.I'm gonna bill you, I'm gonna give you the solution, and I'm gonna send you a bill and you're gonna pay it.And the first time I met him, he said, this is my retainer fee and this is how much I charge per hour.You wanna do it or not?It was short and sweet.I was like, oh, you know why I chose him?I chose him because of his reputation in the industry.I chose him because he has established himself that he knows how to bring about results.Wasn't cheap, but it was worth it.Your audience will pay for your product or your services when they realize the unique insight and advantage that you can give them through your experience.Look, my 25 years in sales has equipped me to help other people.Overcome their challenges.See, sales is a profession,selling is a life skill.And I have people that are in the sales industry and I have other people in professional careers, and I have other coaches who are willing to pay me because they wanna know what I know and they wanna know and learn how I can help solve their problems and how they can market themselves effectively.That's what I'm all about.That's my goal.That's your goal every day, man.You gotta establish yourself that you've been where your customers are trying to go, and that you can help them get there faster, and that you can offer solutions based on your extensive experience with all kinds of clients and all kinds of situations, with all kinds of experiences.And that's the foundation.That's the bedrock you gotta build on.Your audience needs to understand this about you.Every interaction should emphasize the unique solutions and advantages that you offer, and once you create that need,trust me, they're willing to pay you for your services, and it'll be a rewarding experience for both them and you.They'll receive the advantages and solutions that they need,and you'll be well compensated for the years of investment that you've put into your craft.Alright, so lemme give you a few self-reflective questions, a little bit of homework for you because this ain't a nice to hear podcast.This is a need to hear podcast and I'm just gonna give you three of them.There's 10 of them.If you want the rest of them,email me the sales life, the number1@gmail.com, the sales life, the number1@gmail.com r dm me with your email address on Instagram or Twitter.I'll get these over to you and sit down and write these things out.It'd be great to share with your team as well.It's for free.I don't want anything from you.The only thing I want from you is for you to become successful.So the first question, what unique solution or advantage do you provide that's gonna make you a need to know individual in your field?What makes you a need to know?99.9% of people are nice to know.Great people can't convert.Why do they need to know you?This is gonna take some digging, man.This may take you a month or two to really dig in and find out what makes me unique, what solutions can I provide?And I'll give you a hint.It's the results that you've created in your own life.There's your starter kit right there.Stop comparing yourself to everyone else and start looking at, well, how did I take.My Rusty ragg itself and rebuild this into the person that I've become today.I'm not where I want to be,but I'm damn sure on the way.Lemme tell you something, the people that you help, you just gotta be a step or two ahead of them.You don't have to be level 10 because there are plenty of level zero level negative five people out there who are just trying to get back to baseline,and you may be on a level two if you've created results in your own life.You're equipped to be able to help someone else.Why do they need to know you?How can you cut through the clutter?What was some of the misinformation that you got out there and you're like, oh, this is bullshit.I can't even use this.And you weeded through it.It was a good starter kit for you,but you weeded through it, maximize your efficiencies, increased your know-how, and you absolutely light up when someone asks about it.There's your hot button right there.Second question, how am I demonstrating this unique value proposition to the marketplace?Am I clearly communicating this in my messaging and actions, or are you just a nice to know you kind of person?Again, there's plenty of those out there.I'm not interested in fans.I'm interested in fanatics who are interested, who have a thirst to change their lives.That's all I want.I need a thousand of them.I don't need 10 million.That's it.Last question.And there's more, but you gotta ask for 'em.I'm not gonna sit here and spoonfeed you the whole time.These sales life, the number1@gmail.com,the last 1:00 AM outta here.Am I focusing too much on the price of my services rather than the value that I provide?How can I shift this focus?It's all about building the value, man.The value that you bring is what I just talked about.How have you provided solutions in your own life, results in your own life, and how can you give someone a unique advantage, a distinct edge, and bring 'em out results and cut through the clutter and and maximize their efficiencies and their own lives?That's it.That's the value.And this is a slow burn, man.This is something that's gonna take some time.Don't look at the results.It's all about laying the brick and it's going to reach this tipping point where people start reaching out to you.People start DMing you and asking you,Hey, how can I get in on some of that?All right.Thanks so much for being a part of the Marsh Bias Podcast.For more, go to marsh bias.com.That's my name, M A R S H B U I C e.com.And there you will find blogs, videos, older podcasts,just whatever you need, man.It's there.And if you need something more, in the bottom right is a mic from you to me.So if you have a question about today's episode, hit me up, man.Leave me a voice memo and I'll hit you with one back all.Write it to you however you want it.V Sales life.The number1@gmail.com is my email address or marsh vice.com, and you can hook up with me there.Be sure and connect with me on Twitter and Instagram.I'm banging away there daily and you'll see stuff, man, that hadn't even made the podcast yet.So if you want a unique edge and advantage and you wanna be an early informant and you want to get in on some of this stuff early, hook up with me there, man.It's all right there for you.Remember, keep it simple.Keep it moving.Never settle.Stay amazing.Peace.